In today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some...

Are you ready to get more leads with an improved ad strategy? Then this episode is for you! Lisa Gener is a Chief Revenue Officer (CRO) at Dealer Alchemist and a seasoned expert in the world of digital advertising with 17 years of experience in the automotive industry. Lisa's passion lies in ut...

In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda a...

Mike Svoboda is the GM of Buchanan Automotive and Buchanan Auto Park in Waynesboro, PA. In a town of just over 10,000 people, Mike has taken his dealerships from being average to being the best in their area and region in sales. Mike uses a combination of his marketing strategies and forward-thinkin...

Ilana Shabtay is an expert in digital marketing, AI, and the automotive industry; she is also an inventor and growth hacker. Skilled in Public Speaking, Customer Relationship Management, Social Media, and Search Engine Optimization (SEO). She is an excellent community and social services professiona...

Shari Levitin is one of the top Keynote Speakers in #Sales and the best-selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know. As the creator of the Shari Levitin Group, she has assisted businesses in more than 40 countries in generating an extra $1 billion in income....

Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his...

Brian Kramer is the General Manager of Germain Toyota of Naples and joins the podcast to share how his store successfully completed the first metaverse car sale. Long-time listeners of the show know that Brian is a pioneer when it comes to technology adoption within the retail auto industry. He'...

Glenn Pasch is the CEO of PCG Digital, author, speaker, and one of the most reputable voices in the retail automotive industry when it comes to marketing management, leadership, and growth. In light of the recent Carvana announcements, there have been two narratives throughout the industry. Either y...

Kevin Frye is the Head Marketing Coach at Jeff Wyler Automotive Family, an industry veteran, and subject matter expert when it comes to innovating within the retail automobile industry. In this episode of the show, Kevin walks through the process that led one of their stores to the first cryptocurre...

Together with   Bill Parlaman is the CMO at FullThrottle.ai, a company that generates and transforms 1st party household data for agencies, media, and brands. His experience from both within and out of automotive has granted him unique insights into how dealerships can be self-reliant in ...

Andrew and Doug MacIver are the stars of hit reality show, Bargain Brothers, which provides a irreverent but honest look at a day in the life of used car dealers. Through creativity, humor, and authenticity, The Brothers of Bargain have been able to carve out a niche in the Canadian car buying marke...

Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant ...

Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Altho...

Chris Voss is an internationally-acclaimed negotiation expert, masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life. What we di...

Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business.  This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as v...

Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals. What we discus...

Shaahin Cheyene is considered one of the leading global minds on what's next in e-commerce, Amazon and the internet. He is described as the "Willy Wonka of Generation X" by the London Observer and Newsweek and is one of the most forward thinkingers in business. Shaahin joins the s...

Ali Reda is best known among his colleagues in the retail automotive industry as the highest-performing car sales professional in the world. To his customers, he’s Ali, the guy who has devoted his career to being a good person, neighbor, and community member. What we discuss with Ali Reda: I...

Frederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred’s mission is to help the automotive retail community be the very best it can be, and he’s doing that by helping shift the way car deal...

Today’s car shoppers are more savvy and educated than ever before. That means they require fewer vehicle features and price information (which is easy to find), and more value messaging. They need to know why they should choose your dealership rather than your competitors. In this episode, Mi...

Matt Lasher is the Marketing Director for the West Herr Auto Group in New York. Spanning 26 rooftops and counting, Matt provides unique insights into OEM programs, COOP initiatives, and what retail car dealers can do to balance internal marketing efforts with OEM and government regulations.  ...

Peter Leto's experience at Google helped him see retail car dealers' opportunities to maximize their marketing efficiency.  In this powerbomb episode, Peter lays out some ways that you can save money on your marketing budget while getting even better results from it.  Access th...

Marco Mentenuto is an Audi Brand Specialist with an inspiring story about crushing it as a car salesperson. His journey in the car industry started like many others, with no onboarding or car sales training.  That didn't stop Marco, though. He used it as fuel to power an impressive caree...

2020 has undoubtedly been a year that the retail automobile industry will never forget. Our sector faced a lot of uncertainty early on in the year and demonstrated how quickly we could adapt when faced with pressure.  This year serves as a testament to our resilience and perseverance as a wh...

When it comes to buying a car, consumers have specific expectations. It's important now, in a post COVID world that car dealers pay special attention to the ways in which consumers which to purchase vehicles.  Max Zanan, founder of Max Zanan Dealer Services shares his wisdom about what d...

Dean Evans is the CMO of Cars and has an impressive resume filled with vast marketing experience. In particular, Dean shares his digital marketing success recipe, aka "bottom-up performance marketing," which includes 5 steps that car dealers can take in a post-COVID retail environment....

David Kain's experience in the retail automotive industry speaks for itself. As the co-founder of Forddirect.com, David has been both a general manager and managing partner of the Kain family, Jack Kain Ford. With the shift in business process post-COVID, David joins the show to share some cre...

When it comes to moving pre-owned inventory and running a lean and mean car operation, no better name comes to mind than Jasen Rice from Lotpop Auto. Jasen is a master at helping dealers move more used vehicle inventory, preserving profits, and maintaining the right level of inventory.  In t...

Fran Taylor is the Godfather of creative car selling and prospecting. He joins Michael, but this time, they're talking about how to make $200,000/k per year your first year in the industry....

Dealerships that make the purchase journey more comfortable and more informative have a higher chance of building relationships of trust and winning more business and increasing the lifetime value of their customers.  In today's episode, Michael shares the one strategy that is still incr...

Nobody can dispute the power of relationship selling, especially when it's the way of master sellers like Ali M. Reda. If you're struggling to get to that next level of selling cars, and want to really shift your ability to dominate the market, pay attent...

Ali Reda is documented to have sold the most cars in a single year, with over 1500 new units out the door to happy customers. During this interview, Ali shares his story and provides real world, tangible advice about how to build a business within the business. Pay attention because Ali Reda revea...

We've all heard sayings similar to "You have 2 ears and one mouth, use them proportionally." But the importance of listening goes well beyond just hearing what someone is saying.  Today's Daily DPB is all about why you might be losing car sales due to poor or inactive liste...

Repeat and referral customers are often regarded as the holy grail of car shoppers, yet all too often we get too inside our own heads to figure out some of the best ways to keep them coming back. Of course providing great service is the ultimate response...

 Too often in the retail car business, we're seeking a faster way to get the desired sales results or business growth results. In this powerbomb, Danelle Delgado shares the best way to make sure you're able to unify scripts and other sales tactics with the human element of building r...

Dealers around the world are struggling to implement a lead handling process that sticks. In this powerbomb episode, Paul de Vries shares his wisdom about establishing a process that your team can adopt and implement....

 There is more than enough statistical data to validate the fact that dealers don't need more leads. They need people who are trained and efficient at handling the leads. In this insightful episode, resident leads expert, Paul DeVries shares his advice about how dealers can stop being lea...

What's the point in analyzing data if you're not going to use it to enhance the consumer's path to purchase? Every day, customers are looking for information that will help them make an educated car buying decision. It's that knowledge that helps Lindsey Shaker win with content.&nb...

Lindsey BOOM Shaker, a digital marketer for Shaker Auto Group in New England knows a thing or two about creating content that generates new, repeat, and referral business. Shaker Auto Group is a staple in New England with 7 dealerships and a history spanning eight decades.   In episode 17...

Remember those Columbia-House mailers that you used to get as a kid? Ryan Cote is a VP of the company that was responsible for those! As a third-generation family business, Ballentine specializes in traditional media, but has also evolved into a successful digital shop.   From his uniqu...

Dan Collingridge is a leader in the Utah tech scene with a deep knowledge of marketing technology and its applications for business. As the CTO of several tech startups, Dan utilizes the skills acquired from when he managed global teams for a multi-billion dollar tech company.   In this...

Mike Haeg, VP of Automotive at Car Wars, shares his best advice about how to land more opportunities over the phone. In this episode of the podcast, Michael and Mike explore the differences between having phone skills and a phone management process, as well as the impact leveraging both could have...

Once you’ve learned all of the word tracks and sales tactics, where do you go? What can you do? Dr. Brynn Winegard, and award-winning professor, speaker, and expert in business brain sciences, knows why your customers do what they do, and why they make the decisions they make. As a consultant...

In addition to being a model, actress, musician, and mother; Heather Ballentine is a very successful Super Lux automotive sales professionals. Get a glimpse into how Heather manages her portfolio of over 700 repeat customers, and what it takes to be a top 1%’er. What we discuss with Heather B...

Jason Harris is a former dealer turned consultant who joins Michael to share his advice about dealership operations–more importantly the operational elements that dealers should focus their time and energy on. No amount of great marketing will compensate for poor operations.   Subsc...

Former stand-up comedian turned author, Ian Coburn, joins Michael to share why soft-selling is crucial to winning stronger relationships and more sales. In episode 159, you'll learn the right questions to ask during the sales process that not only advance the sale but trigger voluntary sharin...

Listen to the full episode here: http://www.thedealerplaybook.com/dave-benson  In episode 155, Michael asks, "What's one thing sales professionals should focus on in 2019?" In this nugget-packed minisode, Dave Benson provides the answer.   Don't forget to su...

Martin Herbst is the General Manager of Gumtree.com.au, Australia's #1 classifieds website. From his vast experience in both America and now Australia, Martin shares some key insights about the benefits of understanding other markets and the positive impact that can have on increasing sales.&n...

No matter what your past looks like, you have control of your future. Shawn Hays shares his inspirational story about how the car business helped change his life. Co-founder of the Sales Hustler movement, Shawn explains the most critical elements of being a successful car salesperson. Hint, it may...

Rand Fishkin is no stranger to building a business. As the founder of Moz, Rand led the company from mounds of debt to $50mm in revenue. Recently he launched his book titled, "Lost and Founder" which sheds some light on business and how startups (or if you're reading between the line...

In the retail automotive industry, we often speak about leads as if they are hard to get. It turns out, with some humanity, common sense and a reasonable sequence of actions, they may be easier to acquire now than ever before. Pete Peterson, CEO of Dealers United shares unique and straightforward ...

When somebody speaks at Hubspot's marketing conference about how to increase inbound leads by 200% without a marketing budget, you pay attention. Ryan MacInnis is the director of Marketing at Voysis, a voice AI platform. In this episode, you'll learn what's needed to increase inbound o...

Today I'm joined by Juan Flores, Senior Director of KBB Product over at Kelley Blue Book. In this episode Juan is sharing valuable information about how you can streamline your customers' path to purchase.  Friction during the sales process has long been a challenge for car dealers -...

Fellow Canadian, Duane Marino from Duane EN Marino Automotive Solutions joins me today on the show to share the most practical way to decrease transaction times for retail automotive dealers.   It's no secret that car shoppers dread the car buying process. From sitting in the dealer...

Jill Konrath is a sales strategist, speaker, and the bestselling author of sales books "Selling to Big Companies", "SNAP Selling", and "Sell More, Less Time."  In episode 119, you'll learn some fundamental sales techniques that will help change the way ...

There is a never-ending sea of information online about sales and marketing. In this episode, I share some of the best places to get sales and marketing information online. Share your favorites over on the DPB Facebook page  Did you enjoy this episode?  Thank you so much for joini...

Mike Lieberman is the Chief Inbound Scientist at Square 2 Marketing, a premier Hubspot agency.   In episode 115, you'll learn about inbound marketing and how to use it to attract your ideal audience like a magnet.   Getting value from The DPB?  Thank you so much for...

Joanna Wiebe is a conversion copywriter and the founder of Copy Hackers. When it comes to using words to get people to say "YES!", Joanna is the who's who.   http://www.copyhackers.com  In Episode 110, you'll learn how to increase website conversions with simple ...

Elise Kephart has quickly become the go-to resource for dealership phone training and follow up, but she made her name "The YouTube Diva" by producing sales and follow-up videos while working on the front lines.  In episode 101, Elise walks you through the ins and outs of using vid...

Marcus Sheridan is no stranger to marketing. By following his famous, "They Ask, You Answer" methodology, Marcus helped his pool installation company go from 'regular Joe' to international acclaim.   In this episode of DPB, you'll hear Marcus share some fascinating...

Instagram is a powerful marketing tool for building your personal brand.  On this episode of Minisode Monday #3, we're exploring a snippet from a past show of the podcast featuring the one and only Sue B. Zimmerman.  Sue is a power player when it comes to Instagram Marketing. Her I...

You can't talk about marketing a local business without addressing direct mail marketing tips in 2016.  In Episode 96, David Villa from Imperial Press Direct shares some of his best insights about direct mail and the important role it plays in your advertising and marketing mix.  K...

Kathi Kruse (@KathiKruse) is a social media consultant and marketing strategist. Who newly revised book, "Automotive Social Business" brings you a deeper understanding of how to captivate your customers, sell more cars, and be generally remarkable on social media.  Episode 94 of Th...

Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales.  In Episode 93 of The Dealer Playbook, Ryan walks through the best way to navigate negotiating an...

When Nathan Hays got his start in the car business six years ago, he knew that in order to achieve the success he wanted, would require him to put in the effort.  Not just any effort, though. Nathan was on a mission to completely OWN his community. With a vision in mind, he got to work. ...

Trevor Turnbull is one of the foremost experts when it comes to leveraging the power of LinkedIn to grow your business. In this episode of The Dealer Playbook Podcast, Michael and Robert are joined by Trevor to discover the exact process he uses to optimize, grow, and leverage his LinkedIn profil...

In this power packed session we are sitting down with our friend and automotive sales expert Mr. Fran Taylor the founder of Taylor Techniques sales training company.  You might remember Fran from episode 29 where he talked about sales prospecting for car sales professionals and in this sessi...

Andrew Davis’s 20-year career has taken him from local television to The Today Show. He’s worked for The Muppets in New York. He’s marketed for tiny start-ups and Fortune 500 brands. For more than a decade, Drew has led the charge to change the way publishers think and how ...

Mike is one of the top salespeople in the country and is doing an amazing job at building his personal brand and most importantly leveraging his personal brand. Mike joined us back on episode 45 of DPB where he discussed what it takes to sell 30 cars each and every month. Check out that episode h...

Ken Potter brings an amazing amount of knowledge and experience to the table when it comes to 3rd party lead providers and how and how you can convert more of them. In this session, Ken lays out some powerful information that you can put into action today. Here is a quick preview of this episode...

Ryan is the founder of HardcoreCloser.com, which is an amazing blog that is killing it right now. (over 2 million monthly visitors) Ryan has a unique approach to sales and that shines through on his blog. Ryan has had experience selling cars but specializes in working with high-level real estate ...

Michael Port is the author of 5 best-selling books including “Book Yourself Solid” “The Think Big Manifesto” and his newest book about to drop titled “Steal The Show”. The Wall Street Journal has dubbed Michael Port as a “Marketing Guru”. He is one ...

Antonio Centeno is one of the leading personal fashion and brand consultants in the game with an enormous following on his blog as well as his YouTube channel. There is always lots of chatter in the automotive industry about clothing, shoes, facial hair, etc so we thought Antonio would be a great...

Neil Patel is the co-founder of Crazy Egg, Hello Bar, and KISSmetrics. He helps companies like Amazon, NBC, GM, HP, and Viacom grow their revenue. The Wall Street Journal calls him a top influencer on the web, Forbes says he is one of the top 10 online marketers, and Entrepreneur Magazine says he ...

Brent Wees is a Partner and Client Service Director at Powered by Dashboard, a digital automotive product incubator in Toronto, Canada. A fixture in the Canadian automotive digital landscape for over a decade, Brent cut his teeth in the vertical as an account and strategic lead on the Ontario Toyo...

You are going to love today's session because it is a hot topic we get asked about all the time…This session is about social media and growing your business using it the right way. Our guest is New York Times Best Selling Author, Dave Kerpen. Now for those of you that don’t know...

The art of building a strong and large network is an invaluable skill that will not only sell you more cars more often, but it will also open doors to so many amazing opportunities. The biggest issue is a lot of people just do not know how to network properly. It is not networking swinging into y...

When it comes to content marketing, Joe Pulizzi is the Godfather! Joe Pulizzi is founder of “Content Marketing Institute”, the leading education and training organization for content marketing, which includes the largest in-person content marketing event in the world, “Content M...

Nick Nanton is a 3-Time Emmy Award Winning Director, Producer, and Filmmaker, Nick Nanton, Esq., is known as the Top Agent to Celebrity Experts® around the world for his role in developing and marketing business and professional experts, through personal branding, media, marketing, and PR. Ni...

 Founder and creator of the “Blog Marketing Academy” and also one of Team DPB’s favorite podcasts “Coffee Break Blogging”… Mr. David Risley!! David is one of the most sought-after experts when it comes to blogging for business and in this session of The ...

Paul d Vries is the founder of Nieuweautokopen.nl located in Holland. He is one of the most influential automotive professionals in all of Holland, with an ever-expanding reach to other European countries and the Middle East, and has an amazing story of amazing success as an auto dealer and later ...

During the past few sessions, we have had some super guests discussing some insanely valuable strategies and tactics. In episode 49 “The Sales Lion” Marcus Sheridan said we need to be the “Wikipedia” of what we do. He dove into the big mistake dealers are making by allowin...

Jay Baer has spent 20 years in digital marketing, consulting for more than 700 companies during that period, including 30 of the FORTUNE 500. His current firm – Convince & Convert – provides social media and content marketing advice and counsel to leading companies such as Oracle, ...

Marcus Sheridan, with boundless energy and contagious enthusiasm, helps businesses embrace the power of inbound and content marketing. The Sales Lion website is an information hub for small/ medium business owners who are lovers of personal development. The Sales Lion helps individuals and busines...

James Schramko lives in Sydney Australia and is one of the most successful and respected internet marketers and he currently runs a massively successful business at SuperFastBusiness.com. Before launching his online empire, James was the highest-paid GM in all of Australia for Mercedes Benz ...

In Loving Memory, 1964 - July 17, 2017   In this latest session team DPB sits down with President/Founder of Alan Ram Proactive Training Solutions, and he dives into a topic he has been very vocal and passionate about “call monitoring in your dealership”. In today’s autom...

15-year veteran car sales pro Mr. Michael Davenport from Bachman Chevrolet in Louisville Kentucky. Mike Davenport is a real-life 30 car a month car pro and in today's session, he dives deeper into what he is doing to deliver him this level of success. Mike has really embraced tactics such as...

Welcome and thank you so much for checking out “The Dealer Playbook” Podcast session 44!  In this quick session Michael Cirillo and Robert Wiesman are flying solo and are discussing the latest major algorithm update from Google.  It is not a secret that when it comes to sea...

James Wedmore is armed with a degree from one of the TOP 10 Film Schools in the Country, James set out to utilize the power of Video and Visual Storytelling to revolutionize how we interact on the Internet. After several successful ventures, including an Online Bartending School, James founded Vi...

Tim Paige is proud to be the Conversion Educator at LeadPages. An experienced marketer in all forms of media,  Tim spends his days speaking to the most successful marketers across multiple industries and sharing his findings with business owners who want to increase their marketing results.&...

What does it take to build more trust through your marketing? Join us as Greg Rollett from Celebrity Marketing shares insights into how you can get the most out of your dealership marketing and build more trust with your target audience. Greg has a client list that is likely unrivaled, boasting a...

Glenn is the CEO of PCG Digital Marketing a full-service digital marketing agency and also a partner at PCG Consulting. Both companies are dedicated to going the extra mile helping auto dealerships stay ahead of the curve when it comes to their dealership's digital strategies and processes. I...

As an international speaker, consultant, trainer, and entrepreneur, Sean V. Bradley, CSP, is the founder and CEO of Dealer Synergy Inc., the leading Internet sales, business development, and digital marketing firm in the automotive sales industry. Sean has personally trained over 10,000 automotive...

In this powerful session of "The Dealer Playbook" Podcast, we are sitting down with automotive digital advertising expert David Johnson Of 3G Engagement. Google Adwords is nothing really new for auto dealers when it comes to digital advertising, but it is still very powerful and yet a l...

Fran Taylor "The King of Prospecting" is the founder of " Fran Taylor Techniques" an automotive sales training company that specializes in the lost art of sales prospecting techniques. Fran got his start in the automotive sales industry in 1982 and within 2 years he was person...

Every single day, millions of automotive shoppers are going online to research vehicles, products, and services. Sadly, most of the time your website isn't anywhere to be found. That's because most dealer websites around the globe are lacking sufficient and relevant content that has the po...

In this session, Robert Wiesman and Michael Cirillo sit down and chat with Matt Koenig founder of Konig Co a leading mobile marketing agency that connects auto dealers with more buyers.   "The only way to make a ridiculous amount of money is to serve people well." - MAT KOENIG &...

One thing everyone in the automotive industry wants MORE of but seems to never talk about is MONEY. There is nothing wrong with wanting to make more money and that just so happens to be the topic of "The Dealer Playbook" session 24. Money, Money, Money, MONEY In session 24 of the DPB ...

Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise or maybe you know her as "The YouTube Diva" is well known for her personal videos she would use to follow up with prospects online.   "Find the right recipe, ...